Home HubSpot What is HubSpot Lead Scoring and How to Set It Up?

What is HubSpot Lead Scoring and How to Set It Up?

By Aman Bhati

6 min

April 23, 2024

Are you confused about HubSpot lead scoring? If you ever wondered what lead scoring in HubSpot is, this blog post is meant for you.

If you are inundated with an abundance of leads, it’s time to figure out how HubSpot lead scoring can be your game-changer.

Take a ride on this insightful and comprehensive guide to building your lead-scoring model and setting up lead scoring in HubSpot to impact your conversion rates.

Let’s dive deep to learn the best practices for HubSpot lead scoring and how to set up lead scoring in HubSpot.

What Is HubSpot Lead Scoring?

HubSpot Lead scoring is a framework that enables you to categorize and rank your leads on the basis of their chances of getting converted to paying customers. It helps create an average that can be used to rank the leads.

Lead scoring in HubSpot is a popular topic that is used to optimize lead prioritization to help businesses comprehend the customer journey and make meaningful decisions.

Types of Lead Scores

HubSpot Lead scoring is a simple topic as it is segmented into three broad categories, including:

Marketing qualified leads (MQLs): Net-new leads generated from marketing campaigns, leads that get generated from marketing campaigns.
Sales qualified leads (SQLs): Leads that are qualified from the sales funnel.
Product qualified leads (PQLs): Leads that get generated from the product engagement process.

You can consider the following parameters to apply further granularity by creating lead scores, including:

Personas: This is a crucial parameter to identify whether the buyer aligns with the ideal customer profile or not. It includes industry, job title, and account size.
Interest: You can check how much the lead has engaged with the product or brand in the last month by analyzing the customer’s online behavior, including page views, free workspace creation, and opening a marketing email.

A multi-lead score approach helps businesses with more robust categorization and can associate revenue with the teams.

Why Is HubSpot Lead Scoring Important?

Lead scoring is a vital aspect of online marketing practices for the following reasons, including:

Optimum Allocation of Resources

HubSpot Lead scoring can be a game-changer in resource allocation. It helps the sales teams to convert the most likely leads by channelizing their time and efforts in the right direction to yield meaningful outcomes.

It improves the overall efficiency of the sales cycle and guides the team to the leads that can make a difference.

More aligned Marketing and Sales Operations

HubSpot Lead scoring transforms a cold lead into a customer for the sales team. It enables the teams to connect the leads at the right time to engage them into an informed and focused prospect.

It facilitates the collaboration between the marketing and sales teams.

Personalized Marketing

Lead scoring in HubSpot is beneficial in that it helps businesses figure out their potential customers. Many businesses deploy personalized marketing methods to their potential customers and, thus, attract more quality leads. It helps the companies to achieve business goals.

Optimized Sales Efforts

Do you know how a business gives priority to specific leads? Thanks to the HubSpot lead management system. It assigns a numeric value to specific leads on the basis of their potential to get converted. The leads with high scores are more likely to get converted into sales as compared to the leads with low scores.

Here, the question arises: which attributes decide the score? So, the lead’s online behavior, location, company size, and industry are some of the facets that can define the score. If the lead has submitted a form or downloaded the whitepaper, the lead score would be higher than those who haven’t.

If you are looking forward to optimizing your lead generation efforts and streamlining the sales pipeline, connect with an award-winning HubSpot partner agency.

How to Set Up Lead Scoring in HubSpot

The HubSpot Lead Scoring system can be set up by following the below-mentioned points:

Access the Dashboard for monitoring:

The lead scoring HubSpot starts with accessing the dashboard by familiarizing it with the hub, which optimizes the lead prioritization process.

Set Lead Scoring Criteria

Define your criteria for a robust lead-scoring strategy by considering the attributes that matter the most to your business. You can choose from a list of demography, online behavior of the lead, and engagement with the emails to ensure the crafting of a strategy that aligns well with your business goals.

Assign Point Values

In the next step, assign scores to every criterion on the basis of its significance to your business. The different attributes carry different weights, from email engagement to online behavior. Thus, it can ensure a holistic approach to the lead scoring process.

Establish Thresholds

Establish thresholds to finalize the bar for lead generation by striking the right balance to ensure precision in your qualification process. This step ensures the lead is deemed hot and is ready for interaction with the sales team.

Test and Validate

In this final step of the lead-scoring setup in HubSpot, you need to conduct thorough testing and validation to ensure a seamless and effective lead-scoring process.

Ensure the thresholds and assigned point values align well with your business goals and meet (if not exceed) your expectations.

Best Practices for Lead Scoring

Customized Approach: The lead scoring should not be generalized for all – a one-size-fits-all approach. A specific approach that has worked for a business might not work for another. Therefore, the strategy for lead scoring should be based on data-driven insights and thorough research.

Connect with the customer: The customer offers a unique insight into the factors that may affect the sales process. Therefore, a customer call may turn the tables in your favor. Sometimes, the perspectives of the sales and marketing teams differ entirely from the customer in the buying process. Thus, it is always good to connect with the customer.

Build a detailed report: A report to assess the best factors driving conversions can be helpful in comprehending the channels that may work for you. Analyze the report to understand the parameters that have delivered you in the past and use them accordingly. This way, you can generate desired outcomes.

The Bottom Line:

HubSpot lead scoring is a process that helps you prioritize quality leads to engage and convert them into sales. Strategic execution of the lead scoring process can improve the outcomes and derive substantial revenue and profit maximization.

Still confused? Talk to a lead scoring expert at TRooInbound to ensure tangible outcomes. TRooInbound ensures precisely accurate scoring, rigorous monitoring, and fine-tuning of the process to fetch desired results that matter to your business.

Frequently Asked Questions

What is the HubSpot lead scoring method?

The lead scoring method in HubSpot involves assigning values to leads on the basis of their online behavior, engagement, and actions to enable effective and precise prioritization of the leads.

What is the quality score in HubSpot?

The quality score is a numerical parameter used to assess the suitability of lead and reflect its potential to convert into sales on the basis of distinct attributes.

Can TRooInbound do lead scoring in HubSpot for our company?

Yes. TRooInbound is an award-winning HubSpot Partner Agency that offers robust lead scoring capabilities to ensure optimum conversions.

Switch From Conversion Funnel To Flywheel

Public Relations As Inbound Marketing

What is HubSpot Lead Scoring?
Types of Lead Scores
Why Is HubSpot Lead Scoring Important?
How to Set Up Lead Scoring in HubSpot:
Best Practices for Lead Scoring
The Bottom Line
Frequently Asked Questions

Switch From Conversion Funnel To Flywheel

Public Relations As Inbound Marketing

Aman Bhati

Aman Bhati is a Digital Marketing Manager, possesses a diverse range of skills and knowledge to effectively tackle a broad spectrum of digital marketing challenges. His expertise extends from the development of project strategies and timelines to the optimization of website design and content, conducting comprehensive market research, and efficiently setting up and managing paid advertising campaigns.

Knowledge Base

Related Blogs

Dive into other interesting, well-researched, and nicely structured blog posts

Time For a CTA

Contact Us

Get a Quick Quote

We will strategize our execution based on your requirement

Schedule Call

Connect with Mail

Connect with Skype

What is HubSpot Lead Scoring and How to Set It Up?

What Is HubSpot Lead Scoring?

Types of Lead Scores